Selling: Building Partnerships, 10th Edition
Selling: Building Partnerships remains a leading innovation in sales education, focusing on the essential knowledge and skills required for the modern partnership process. The tenth edition emphasizes the necessity for salespeople to remain flexible, adapting their strategies to meet diverse customer needs, buyer social styles, and evolving relationship dynamics. This text explores the salesperson’s role as a manager, highlighting how strategic planning and continuous learning drive effective selling and long-term career growth. With a strong focus on value creation and the ethical foundations of business, this edition is designed to be relevant for all business professionals, regardless of whether they pursue a dedicated career in sales.
Book Details
- Author: Stephen Castleberry
- Edition: 10th Edition
- Publisher: McGraw Hill
- Publication Date: February 9, 2018
- ISBN-10: 1259573206
- ISBN-13: 978-1259573200
- Language: English
Key Features and Updates
The tenth edition introduces a variety of new materials and research-backed insights to keep pace with the rapidly changing sales landscape:
- Original Industry Examples: New chapter-opening profiles spotlight real-world salespeople and their professional journeys.
- Advanced Technology Integration: New “Sales Technology” features in every chapter examine the impact of the Internet of Things (IoT) on customer relationships and repurchase behavior.
- Buyer-Centric Perspective: “From the Buyer’s Seat” boxed features help students understand the decision-making process from the customer’s point of view.
- Interactive Learning: Updated role-plays featuring prominent organizations like Purina ONE SmartBlend and Gartner Consulting, alongside revised mini-case studies for classroom discussion.
- Updated Research: Comprehensive updates reflecting the latest academic and industry findings in corporate culture, ethics, success characteristics, and current job trends.